《会展英语听说教程》课件-Uint 7

会展英语听说教程

UnitFourteenIntroduction

To

ExhibitsTeachingTargets教学目标☆

Learntomakeanintroductiontoexhibits；☆Attractcustomerswithaneffectiveproductintroduction；☆Mastersomeusefulexpressions&sentences；☆Makedialoguesconcerningthistopic.BackgroundKnowledge背景知识展品介绍是公司客户代表本着销售产品的的目的迎接客户以展示公司的产品和服务的活动。产品介绍是营销过程很重要的部分，因为它使公司代表能够直接地在展会上迎接客户，生成了个性化和个别化的销售途径。Warm-up热身活动Listentothefollowingmaterialscarefullyandanswerthefollowingquestions.1.Whycanattractingandretainingcustomersbesimpleanddifficult?2.Whydoesbusinesshastoprovideproductsthatwillsatisfycustomers?3.Whatisknownlesseraboutproductselling?4.What'sthekeytoattractingcustomers?5.Arethereanytipsforattractingandretainingcustomers?Tapescripts

AttractandRetainCustomersAttractingandretainingcustomerscanbesimpleanddifficult—simplebecauseitiseasytocreateanimpression,anddifficultbecausethetaskinvolvesmarketing.Abusinesshastoprovideproductsthatwillsatisfyallkindsofcustomers—kids,teens,women,menandsoon.Ifaproductcannotsatisfythecustomer,itwillnotcreateademand,andultimatelyresultinafailure.Acustomerwillnotbuyaproductasecondtimeunlessitfulfillshisneedsthefirsttime.Alesserknowntruthaboutproductsellingisthatyoushouldavoid‘selling’andstart‘introducing’theproduct.Thekeytoattractingandretainingcustomersiseffectivemarketing.Therearemanywaystoattractandretaincustomersanditrequireshardwork,localknowledgeandreachingouttoallcustomers.Goodproductsandgoodservicedrivesuccess.Hereareafewtipsthatwillhelpyouattractandretaincustomers:customermotivation,knowthecustomer,firstimpression,brandconfidence,patience,feedback,adherence,eliminationofdoubts,quality,credibilityandinnovation.Model

Dialogues

Dialogue1

IntroducingsilkarticlesMr.Wu,anassistantofShanghaiSilkGroupCo.Ltd.,isreceivingaforeignbusinessman,Mr.Brown.Theyaretalkingaboutthequalityoftheproducts.W=Wu；B=Mr.BrownW:Goodmorning,sir.Welcometoourdisplayarea.Wouldyouliketohavealookatthecatalogueandseewhatproductsyouareinterestedin﹖B:Yes,please.WeknowthatChineseSilkisverypopularforitssuperiorqualityandcompetitiveprice.Couldyougivemeadetaileddescriptionofyourproducts﹖W:Letmeintroduceyouaboutourproducts.WehaveavarietyofChinesesilkarticleshere.Itisdividedintodifferenttypes:silkgarments,silkdecorationitems,silkfashionaccessoriesincludingsilkpajamas,silkscarves,silktassels,silkcravats,etc.Whatabouthavingalookatoursamples﹖B:Iamdazzledbysomanytypesofsilkproducts.W:Whichitemdoyouthinkmightfindareadymarketinyourcountry﹖B:I’mthinkingaboutthepajamaseries.W:Thatisagoodidea!Theyaresofttotouchandare100%puresilk.Theseproductshavebeensoldinanumberofareasabroad.B:Good.Thequalityandvarietyofyourproductsareveryattractive.Howdoyouensurequalitycontrol﹖W:Well,it’sdonebythequalitycontroldepartment.Finalinspectionisdonebyourexperts.Weguaranteeworldstandardquality.B:Ifyourproductsareofsuchhigh-quality,thenthepricemustbehigh.W:Actually,that’snotthecase.Wearefullyawareoftheimportanceofprice.Inordertokeepourpricesdown,wetrytocutourcostswhereverPossible.Wordbanksuperior[suː'pɪərɪə;sjuː-]adj.上级的；优秀的competitive[kəm'petɪtɪv]adj.竞争的；有竞争力的description[dɪ'skrɪpʃ(ə)n]n.描述，描写；类型；说明书article['ɑːtɪk(ə)l]n.货品；物品；文章decoration[dekə'reɪʃ(ə)n]n.装饰，装潢；装饰品accessory[ək'ses(ə)rɪ]n.配件；附件pajama[pə'dʒɑːmə]n.睡衣tassel

['tæs(ə)l]n.流苏；缨；穗v.用流苏装饰cravat[krə'væt]n.领带；领巾，领结dazzle[‘dæz(ə)l]n.耀眼的光；灿烂vt.使……目眩standard

[‘stændəd]n.标准；水准adj.标准的1、请您看一下产品目录，看看对什么产品感兴趣？Wouldyouliketohavealookatthecatalogueandseewhatproductsyouareinterestedin?2、我们知道中国丝绸由于上乘的品质和具有竞争力的价格很受欢迎。WeknowthatChinesesilkisverypopularforitssuperiorqualityandcompetitiveprice.3、您能够详细地描述一下你们的产品吗？Couldyougivemeadetaileddescriptionofyourproducts?4、您认为那个产品能够在你们国家有稳定的市场？Whichitemdoyouthinkmightfindareadymarketinyourcountry?5、我们保证国际水准的品质。Weguaranteeworldstandardquality.1、请您看一下产品目录，看看对什么产品感兴趣？2、我们知道中国丝绸由于上乘的品质和具有竞争力的价格很受欢迎。3、您能够详细地描述一下你们的产品吗？4、您认为那个产品能够在你们国家有稳定的市场？5、我们保证国际水准的品质。

Notes1.Wouldyouliketohavealookatthecatalogueandseewhatinterestsyou﹖请您看一下产品目录，看看对什么产品感兴趣。2.WeunderstandthatChineseSilkisverypopularonaccountofitssuperiorqualityandcompetitiveprice.我们都知道中国丝绸由于上乘的品质和具有竞争力的价格很受欢迎。3.Couldyougivemeadetaileddescriptionofyourproducts﹖您能够详细地描述一下你们的产品吗？4.Iamdazzledbysomanytypesofsilkproducts.这么多种类的丝织品让我眼花缭乱。5.Whichitemdoyouthinkmightfindareadymarketinyourcountry﹖您认为那个产品能够在你们国家有稳定的市场？Whichitemdoyouthinkmightfindareadymarketinyourcountry?Dialogue2ShowingMr.Jamesaroundtheproductexhibitionroom.S=Staff;J=Mr.JamesS:Wouldyouliketohavealookatourdisplayroom?J:Yes.Thatwouldbeagoodidea.S:Thisway,please.J:Quiteaselection!S:Whereshallwestart?Youmaybeinterestedinonlysomeoftheitems.Let’slookatthose.J:Goodidea!S:Haveyoubeeninthetextilebusinessforalongtime?J:Yes.I’vebeenintextilesformorethan30years.Thecompanyhasbeeninbusinesssince1985.S:Nowonderyou’resoexperienced.J:Thetextilebusinesshasbecomemoredifficultsincethecompetitiongrew.S:That’strue.J:Doyouhaveacatalogorsomething(thattellsmeaboutyourcompany)?S:Yes.Iwillgetyousomelater.J:Thanks.Whencanwediscusssomedetails?S:Wouldtomorrowbeconvenient?J:Yes.That’llbefine.Wordbank

item

['aɪtəm]n.条款，项目；一件商品（或物品）textile['tekstaɪl]n.纺织品，织物adj.纺织的competition[kɒmpɪ'tɪʃ(ə)n]n.竞争；比赛，竞赛catalog['kætəlɒɡ]n.目录；产品目录convenient

[kən'viːnɪənt]adj.方便的Notes1.Wouldyouliketohavealookatourproductexhibitionroom?

您愿意看看我们的产品展厅吗？2.Haveyoubeeninthetextilebusinessalongtime?您做纺织品生意已经很长时间了吧？3.I’vebeenintextilesformorethan30years.Thecompanyhasbeeninbusinesssince1985.我做纺织品一行已经有30多年了。公司自从1985年就开始运营。4.Thetextilebusinesshasbecomemoredifficultsincethecompetitiongrew.由于竞争加大，纺织品生意越来越难做。5.Whencanwediscusssomedetails?我们什么时候能够讨论一下细节？.PracticalSentencePatterns实用句型1.Couldyougivemeadetaileddescriptionofyourproducts﹖你能给我详细地描述你们的产品吗？2.Letmeintroduceyouaboutourproducts.让我为你介绍一下我们的产品3.Thequalityandvarietyofyourproductsareveryattractive.你们产品的质量和品种非常有吸引力。4.Ifyourproductsareofsuchhigh-quality,thenthepricemustbehigh.如果你们的产品质量高,价格也一定高。5.Welcometoourdisplayarea.欢迎来到我们的展区。6.Becauseofthehighcostofrailwaytransportation,wepreferseatransportation.因为铁路运输费用高,我们愿意走海运。7.Iwanttotakealookatyourcuttingtools.我想看看你的切割工具。8.Letmeshowyouhowtooperatethis.让我告诉你如何操作。9.IloveChinesetraditionalhandicraftsandtheyareverypopularinmycountry.我爱中国传统手工艺品,它们在我的国家很受欢迎10.ourpricesvarybecausethematerial,designandcraftsmanshiparedifferent.我们的价格有所不同,因为材料、设计和工艺是不同的11.Wouldyoupleaseleaveyourcontactnumberinorderthatwecanprovideyouwiththelatestinformation﹖请留下您的联系电话,以便我们可以为您提供最新的信息好吗？12.Thisismybusinesscardwithmynameandtelephonenumber.这是我的名片,上面有我的名字和电话号码13.Canyougivemesomesuggestions?Youaresoexperienced.你经验丰富,能给我一些建议吗?14.Eachtimewhenyoumeetanewclient,modifyyourpresentationtosatisfyhisparticularneeds.每当你遇到一个新客户的时候都要修改你的演示,以满足客户特殊的需求。 15.Youshouldalwayspresentthekeypointsandthefeaturesoftheproductstotheclientsatfirst.你应该首先向客户介绍产品的关键点和特征。16.Today’sbusinesspeoplearetoobusytolistentolong-windedintroduction.今天的商业人士太忙没有时间听冗长的介绍。17.Weshouldtrytoprovideconvenienceforourclients.我们应该努力为我们的客户提供方便。18.Youcantrytovaryyourvoiceandtone,usesomerelaxingwordsandgestures,amonotoneshouldbeavoided.你可以试着改变你的声音和音调，使用一些放松的言语和手势，避免单调。SampleStudyAleadcardisaclientinformationsheetoracustomerinquiryform,whichcangreatlyincreasefollow-upsales.Enoughspaceshouldbecreatedonthecardforpersonalinformation.

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